Sales Excellence Manager, AWS ProServe Business Development

Sales Excellence Manager, AWS ProServe Business Development

DESCRIPTION

We are seeking an individual with customer facing experience to be a part of the ProServe Sales Excellence team. In this role you would drive business growth and shape the sales operating rhythm of our Professional Services business. Bringing experience of deal strategy for consulting and delivery engagements, you will formulate mechanisms, programs and best practices across pipeline management, forecasting and strategic deal support enabling our Professional Services sales organization to accelerate new business. The role-holder will be responsible for identifying productivity improvement initiatives across ProServe; perform deep-dives to find the root causes and propose the solutions to address by collaborating with multiple stakeholders. In this role you will obsess on our customers and sellers' needs, and innovate and think big on their behalf. You will lead efforts to develop and deploy strategies that allow our selling organization to be impactful in driving meaningful business outcomes for our customers.

This is a hands-on position - you must be willing to "roll up your sleeves" to get changes adopted in the field to deliver the desired results. You will have experience in professional services, sales, commercial management, data and insights and sales enablement.

AWS Sales, Marketing, and Global Services (SMGS) is responsible for driving revenue, adoption, and growth from the largest and fastest growing small- and mid-market accounts to enterprise-level customers including public sector.

Key job responsibilities

1. Drive bar raising sales goal attainment initiatives that enable improved sales productivity, deal velocity, deal sizes, and pipeline coverage.
2. Partner and support the creation and adoption of the sales operations mechanisms, which may include establishing critical processes and operational controls, developing dashboards, metrics, and analytics, and leading strategic considerations for the Strategic Accounts business.
3. Driving long-term strategy in close collaboration with the ProServe Business Development organisation. This involves envisioning current state improvements and developing future state operating models.
4. Drive Sales acceleration through programmatic account planning, account plan execution, and the deployment of opportunity qualification & shaping mechanisms.
5. Support to scale the partner relationships by deploying mechanisms that drive the effectiveness of our partner sales motions for some of our most strategic partners.
6. Support the annual/mid-year Sales Planning cycle, interlocking the sales coverage model of Target Accounts vs. Sellers with AWS Sales.
7. Structure programs and mechanisms that improve the effectiveness and productivity of our ProServe Sellers.

BASIC QUALIFICATIONS

1. Bachelor's degree with 6+ years' experience in commercial strategy and program management for a large-scale, multi-geographical high-tech sales/services organization, including Salesforce and deal data expertise.
2. Experienced in defining and implementing sales processes, procedures, and improvement initiatives that drive high-impact activities, with expertise in sales methodology, strategic selling, and sales enablement to build a culture of continuous improvement.
3. Experience in account management, demand generation, pipeline management, forecasting, and proposal development, with a history of consistently meeting or exceeding sales targets.
4. Experience in enablement and change management.
5. Experience conducting analysis of complex data and translating the results into actionable deliverables, messages, and presentations.

PREFERRED QUALIFICATIONS

1. Experience with Salesforce and Sales data in services industry.
2. Experience with sales tools and mechanisms for planning, forecasting, etc.
3. Data analysis skills to use for input on changes and decisions with plan for output to monitor change and decision.
4. Proven, successful track record of navigating through ambiguous situations and influencing without direct ownership and specific requirements.
5. Cloud-specific experience.

Amazon is an equal opportunities employer. We believe passionately that employing a diverse workforce is central to our success. We make recruiting decisions based on your experience and skills. We value your passion to discover, invent, simplify and build.